Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Building a New Sales Strategy: Rippling's Successful Approach

2 Nov 2024 · 1 min

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0:41

A short YouTube transcript of a discussion (hosted by Jason M. Lemkin) describing Rippling's decision to reorganize its sales approach after struggling to scale. The speakers explain they launched a product Account Executive (AE) organization and outline three selling teams at Rippling: new-logo reps (handle every incoming new logo), account management (own post-sales customer relationships), and a product-AE org that bridges the middle — sometimes co-selling with new-logo reps or taking deals end-to-end for certain products.

We were just getting our butts kicked. Like it wasn't neat. We're just like this doesn't like we.
We couldn't iterate fast enough, we couldn't.
Keep up with the collateral, all these.
Things that were just breaking.
And so we decided at that moment we need to build what we launched.
Which is basically our product Account executive Org.
And the easiest way to visualize and describe it is there's three teams that sell stuff at Rippling.
There's the core new logo rep who.
Touches every single new logo on the way in the door. There's the account.
Management team who owns.
Every single customer post sales so those are like mutually exclusive. And then there's a product AE Org that like straddles.
The middle right?
That for some products the new logo rep just closes them on their own. And for some products the new logo.
Rep tags in the product a to.
Like co sell a deal together.